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Business Development Manager (m/f/d) - Clinical

Job Description

When you’re part of Thermo Fisher Scientific, you’ll do challenging work, and be part of a team that values performance, quality and innovation. As part of a successful, growing global organization you will be encouraged to perform at your best. With revenues of $22 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world. 

Position Summary:

In line with the strategic objectives of the CMD European Commercial Organization, the purpose of this role is to maximize the business potential through increased sustained revenue growth of our instrument portfolio in the respective vertical markets. 

The Business Development Manager uncovers new potential opportunities within this market and customer segment, with a view to maximizing allegiance and sales revenue for Thermo Fisher Scientific. The Business Development Manager uncovers the customer’s interest in our products and drives the Thermo Fisher Scientific value proposition from sample to knowledge.

The role interfaces and works in close collaboration with key members of the sales team, CMD divisional and vertical marketing teams, Business Unit marketing, support and technical service groups within CMD.

For a number of selected accounts, among those with the biggest growth potential, the BDM will actively drive the sales activities as SPOC and take ownership of the agreed commercial targets.


Key Success Measure:

Success will be defined by achievement or overperformance of the annual operating growth plan in the assigned region and vertical market segment.



Essential Job Functions and Accountabilities:

  • Identifies and develops new potential customers and sales potential in the respective vertical accounts with the result of growing business and opportunities and coordinates actions to enhance market penetration
  • Proactively develops and drives sales strategies across the respective vertical markets
  • Ability to discuss strategic and sensitive issues pertaining to customer and market needs
  • Builds strong KOL relationship and network within the market
  • Deeply understands account organizations and has ability to develop trust and valued relationships with major decision makers, clarifies goals and reaches agreement while maintaining the interests of all parties.
  • Is responsible for competitive market and account info and intelligence reporting
  • Supports and manages the sales funnel and forecast for sales of all CMD products within selected accounts, actively driving commercial projects from lead finding to negotiating and closing the orders.
  • Develops sales plans for selected accounts for consistently achieving or exceeding order bookings objectives
  • Provide accurate timely sales forecasts and market information to Senior Sales Director and discuss business forecast and growth opportunities.
  • Regularly enter and maintain accurate and complete customer data and sales project information into the company CRM system (SalesForce.Com).
  • Builds and maintains excellent relationships with colleagues including, the Business Units & Instrument and Enterprise Services
  • Ensures that all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable laws
  • Embraces Thermo Fisher Scientific’s value proposition of sample to knowledge
  • Embraces & lives the 4I values (Integrity, Involvement, Intensity and Innovation).

Key Relationships:

Build strong collaborative relationship with the Regional and relevant Vertical and Product Marketing Teams, the Regional and Country Leads (Commercial, Service and Support)


Specialist Experience

Minimum Requirements/Qualifications:


  • MS degree in Science or relevant experience
  • Additional MBA/other financial degree preferred
  • General management, matrix management and cross functional experience
  • Direct experience in a senior sales position within market area
  • Understands customer markets, requirements, laboratory processes and methods and regulations within the Clinical market segment
  • Strong analytical skills including basic financial understanding
  • Demonstrated commitment to the customer focusing on growth
  • Excellent communication skills, both written and oral
  • Demonstrate Thermo Fisher Scientific values – Integrity, Involvement, Intensity and Innovation
  • Demonstrate Role Model Leader characteristics
  • Communicate openly and honestly


Non-Negotiable Hiring Criteria:

  • Experience in Sales Business Development and/or as a strategic account executive or similar skill set
  • Demonstrated experience managing complex, high-value accounts in a matrix environment
  • Demonstrated experience in building and growing new customers
  • A strong team player with proven ability to coordinate activities and influence actions across a team of indirect reporting resources. Willing to take on the initiative with colleagues and customers. Good listener. Empathic.
  • Ability to work on own initiatives and schedule, to organize and prioritize their own workload
  • Organized, disciplined (e.g. efficient time management) and conscientious routine reviews and process work
  • Reflector style – able to learn from mistakes and always wanting to achieve best possible performance
  • Strong negotiation and communication skills
  • Understanding of international business
  • Must be fluent in English and other languages of the assigned region


Travel Requirement:

Travel requirement for this role is >50%




Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.


Job Summary

Thermo Fisher Scientific
  • Germany
  • R&D/Science
Job Type
  • Full-time
  • Negotiable
04 March 2019
Applications Deadline
20 April 2019

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